Energy and utilities

ZeniΘ

The use of Apparound for an holistic selling process to increase seller productivity

The history of the company dates to 2000 when two entities, EPA Thessaloniki and EPA Thessaly, merged with the aim of providing natural gas to businesses and households in the Hellenic region.

A determination that drives the company to expand and grow its business proposal to remain competitive in the market, expanding its offering with the sale of electricity and becoming the leading integrated energy supplier in Greek territory. Thus, the ZeniΘ brand was born.

The evolutionary process continues, with the entry into ENI on July 20, 2018. A synergy that takes the company to a higher level, offering cutting-edge energy solutions for a brighter future.

The Challenge

ZeniΘ was looking for a Technology Partner capable of supporting it in a process of sales transformation and modernization, to keep up with the times and manage the typical complexities of the energy sector:

Unify the sales processes throughout their entire sales network.
Managing price/discount rules in an automated manner.
Synchronizing various company departments.

In summary, aligning processes in a modern version, adopting a sales strategy more in line with customer needs, to increase sales performance, optimize the funnel, and customer lifetime value.

The Solution*

Thanks to the use of the Apparound solution integrated with Microsoft Dynamics CRM, it was possible to digitize the entire sales process:

Support partner agents and internal backoffice
Generate orders
Manage sales pipelines from a single interface

The tool has supported ZeniΘ with:

Increasing sales effectiveness
Dramatically reducing time to capture application forms/orders
Eliminating data capturing errors
Reducing time-to-activation
Reducing failed orders and order rework

In summary, modernizing the entire sales process and order generation in an integrated manner, using an online and offline accessible tool, capable of supporting the mobility of sales agents.

*in collaboration with Cognity.